Channel Sales Manager, Data Center - TigerData

At TigerData, formerly Timescale, we empower developers and businesses with the fastest PostgreSQL platform designed for transactional, analytical, and agentic workloads. Trusted globally by thousands of organizations, Tiger accelerates real-time insights, drives intelligent applications, and powers critical infrastructure at scale. As a globally distributed, remote-first team committed to direct communication, accountability, and collaborative excellence, we're shaping the future of data infrastructure, built for speed, flexibility, and simplicity.

As a Channel Sales Manager, Data Center, you will build one of TigerData’s most strategic routes to market from the ground up. Reporting into the Partnerships organization, you will recruit, negotiate, and activate relationships with the systems integrators shaping the future of AI infrastructure and modern data centers across North America. The channel partnerships you build will directly influence how hyperscale, colocation, and edge operators adopt TigerData's technology for operational intelligence, energy management, facility monitoring, and AI-driven infrastructure.

This is a builder role for someone who thrives in ambiguity, enjoys creating playbooks from scratch, and wants to leave a visible mark on a rapidly growing business. You'll work closely with Sales, Product, Solutions Architecture, Finance, and Legal to define what a world-class data center partner ecosystem looks like at TigerData.

What you will be responsible for

Build TigerData's Data Center SI Ecosystem

• Identify, recruit, and sign systems integrators focused on data center design, construction, modernization, and operations.
• Develop and maintain a prioritized target account strategy based on SI market presence, customer footprint, technical capabilities, and project volume.
• Build executive and practitioner-level relationships across engineering, delivery, alliance, and leadership stakeholders within partner organizations.
• Lead commercial negotiations from initial outreach through executed channel partnerships agreements.

Develop Strategic Partner Motions

• Structure reseller, referral, co-sell, and design partnership agreements tailored to the data center SI ecosystem.
• Partner with Marketing, Finance, Legal, and Product leadership to develop scalable commercial frameworks.
• Define activation plans and success milestones for partners at 90, 180, and 365 days.

Drive Joint Go-to-Market Execution

• Build and execute joint GTM plans with newly signed partners.
• Coordinate account mapping, pipeline generation activities, and co-selling motions with TigerData's direct sales organization.
• Collaborate closely with Solutions Architecture and Product teams to position TimescaleDB Enterprise within complex data center environments.

Own Pipeline Creation and Forecasting

• Maintain accurate CRM reporting for recruitment status, partner opportunities, and revenue forecasts.
• Track partner-sourced and partner-influenced pipeline performance.
• Surface risks, blockers, and market intelligence early to improve win rates and partner effectiveness.

Help Shape the Future of the Program

• Build the foundational playbook for TigerData's data center SI strategy.
• Capture market feedback and competitive intelligence to improve messaging, positioning, and product strategy.
• Represent TigerData at industry conferences, customer events, and partner meetings.
• Leverage AI tools to improve partner research, territory planning, account prioritization, pipeline management, and forecasting.

You could be a great fit if you...

• Have 6–10 years of experience in channel sales, partner sales, business development, alliances, or ecosystem development roles.
• Have a track record of recruiting and signing net-new partners.
• Have experience supporting hyperscale, colocation, or edge infrastructure markets.
• Have familiarity with power management, energy systems, thermal optimization, cooling infrastructure, facility automation, or infrastructure monitoring.
• Have built and executed joint go-to-market plans that generated measurable pipeline and revenue outcomes.
• Possess strong executive communication skills and can confidently engage technical stakeholders, business leaders, and C-suite executives.
• Are willing to travel regularly throughout North America.
• Use AI tools effectively to improve productivity, research, planning, communication, and decision-making.

What We Offer

• Flexible PTO and comprehensive family leave
• Fridays off in August
• Fully remote opportunities globally
• Stock options for long-term growth
• Monthly WiFi stipend
• Professional development and educational resources
• Premium insurance options for you and your family (US-based employees)